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DLPO H > VALOR > Flashcards

VALOR Flashcards

1
Q

What does Valor stand for?

A

Value Oriented Recruiting

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2
Q

What is considered the “WHAT” in VALOR?

A

The “Recruiting Roadmap”

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3
Q

What are the Sales Phases of the Recruiting Roadmap?

A
  • Engage
  • Assess
  • Connect
  • Reveal
  • Win
  • Mentor
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4
Q

What does Engage mean?

A

Identify a Prospect and understand there unique life situation.

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5
Q

What does Assess mean?

A

Discover the Prospects pressures, plans, and problems.

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6
Q

What does Connect mean?

A

Validate the Prospects pressures, plans and problems through ongoing collaboration.

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7
Q

What does Reveal mean?

A

Create a clear vision aligning the Navy’s advantages with the prospect’s pressures, plans and problems.

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8
Q

What does Win mean?

A

Schedule a meeting with the influencers as needed.

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9
Q

What does Mentor mean?

A

Collaborate with the Future Sailor/Collegiate throughout DEP.

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10
Q

What does the ENGAGE Phase of the Recruiting Roadmap focus on?

A

Focuses on prospecting.

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11
Q

What are the Prospect Engagement Skills involved with the Recruiting Roadmap?

A
  • Discovery
  • Alignment
  • Positioning
  • Distinction
  • Collaboration
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12
Q

What are the Sales Assets associated with Valor? (Five T’s)

A
  • Time
  • Team
  • Talent
  • Territory
  • Tools and Technology
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13
Q

What is considered the “WHO” in VALOR?

A

Prospect Specific Value Propositions

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14
Q

What is the definition of a Prospects life pressures?

A

What is happening or not happening in the life of the individual that is causing them to consider the Navy.

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15
Q

What is the definition of a Prospects Plans and Objectives?

A

This is what the Prospect is doing to try to change there life style.

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16
Q

What is the definition of a Prospects Problems and Challenges?

A

These are the types of problems or challenges they are encountering when they try to make their plans reality.

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17
Q

What is considered an “Open-ended” question?

A

Requires more than a limited response and encourages discussion.

18
Q

What is considered a “Close-ended” question?

A

Requires a specific or limited response and discussion.

19
Q

What is considered a “Thought Provoking” question?

A

Causes the Prospect to reflect and think.

20
Q

What is considered a “Value Focused” question?

A

Discovers what the Proslect values.

21
Q

What are the types of Prospect’s objections?

A
  • Apathy: “I don’t care”
  • Doubt: “I don’t believe”
  • Confusion: “I don’t understand”
  • Obstacle: “I don’t like”
22
Q

What are the steps in handling Prospects objections? (5 R’s)

A
  • Recognize
  • Relate
  • Realize
  • Respond
  • Reinforce
23
Q

What is Rocognize?

A

Actively listening to determine the type of objection.

24
Q

What is Relate?

A

Empathize and Restate what you heard for clarification.

25
Q

What is Realize?

A

Ask open and closed discovery questions.

26
Q

What is Respond?

A

Align relevant Navy opportunities with the issue.

27
Q

What is Reinforce?

A

Position the potential value for the Prospect.

28
Q

What are the categories of Navy Opportunity Value? (BBETRR)

A 
Benefits
Brand and Reputation 
Experience 
Training
Relationships
Resources
29
Q

What is considered the “WHO” in valor?

A

The “White Board”

30
Q

How many parts are there to the White Board and what are they?

A

7

  • Pressures
  • Plans
  • Problems
  • Opportunities
  • Advantages
  • Reference
  • Navy’s Unique Value
31
Q

What is considered the “WHEN” in VALOR?

A

The POINTS Meeting Plan

32
Q

What does POINTS stand for?

A 
Purpose
Outcomes
Intelligence 
Needs
Teams
Strategy
33
Q

What does Purpose mean in POINTS?

A

Why are we meeting with this individual?

34
Q

What does Outcomes mean with POINTS?

A

What do we hope to accomplish in this meeting?

35
Q

What does Intelligence mean with POINTS?

A

How much do we know about this Individual?

36
Q

What does Needs mean with POINTS?

A

What does this Individual need from the Navy?

37
Q

What does Teams mean with POINTS?

A

Who is participating in this meeting?

38
Q

What does Strategy mean with POINTS?

A

What is our strategy to ensure a successful meeting?

39
Q

What is the definition of Sales Training?

A

A process for teaching and equipping salespeople to do things they either don’t know how to do or need to do better.

40
Q

What is the definition of Sales Management?

A

A process for motivating and ensuring salespeople do the things they should know how to do.

41
Q

What is the definition of Sales Coaching?

A

A process for assessing salespeople and enabling them to optimize their skills and abilities.

DLPO H (12 decks)

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